The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They've mastered the fundamentals that turn prospects into customers…
Fairytale Customers Don't Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a sales strategy doomed for failure. Are…
Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in mind when running a sales contest…
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use scripts and never would. Many take…
Prepare For Your Next Sales Call Sales professionals everywhere set themselves up to fail by neglecting proper sales call preparation. Don't be one of them. Here are ten of the most important things you can do to prepare for your…
'Busy' Does Not Mean 'Productive' The best account managers know how to stay busy doing the sales activities that are the most productive. Being 'busy' only matters if you are taking actions that move you closer to making a sale.…
How To Survive A Summer Sales Slump It can be disconcerting when summer sales are slow. Especially if you feel that you are in a sales slump. These five tips will help you survive the summer and crush the rest…
There are Two Fundamental Classifications of Salesperson The difference between Sales Pros and Sales Reps is important for business owners, executives, and sales managers who want to accelerate revenue growth by acquiring new accounts. The Numbers Game The basic premise…
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your sales goals. You can’t achieve your…
Leaders cannot manage what they don't measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities are the most highly manageable of…
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales Objectives, Sales Results Over the past…
On this Daily Sales Briefing, Jeb Blount discusses how to take back control of your sales day and your time during the coronavirus crisis.